Preparing to Sell Your Business

Column by Steve Strauss

If you are thinking about selling your business in the next few years, there are several steps you should begin to take to ensure that your business is ready when you are:

Get an independent business valuation

What is your business worth on the open market? A professional valuation will give you a basis for understanding how much money you can realistically expect to receive from the sale and will give you a way to gauge offers. An independent valuation will tell you your business' market position, financial situation, strengths and weaknesses. This in turn will allow you to make some corrections before putting your business on the market and hopefully bring a higher price.

Valuations can be obtained from business brokers, accounting firms or investment banking firms. Be sure the company performing the valuation has done similar valuations in the past. Get some referrals and call around.

Get your books in order

Buyers evaluating your business require at least three years of financial statements. The more formal your statements are (i.e., ones prepared and/or reviewed by accountants), the better. Expertly prepared records will make the buyer's due diligence easier as well. Tax returns must also be filed and ready for review.

Understand how profitable your business really is

Most small businesses claim a variety of expenses that may not be applicable to a new owner. These must be taken into account. For example, if your business is paying for your personal automobile lease, that must be factored into your profitability analysis.

Consult your financial advisor

Now would be a good time to speak to your tax advisor. The sale of your business should generate a lot of income. Understanding how that will affect your personal and corporate tax situation can help you recognize your options with regard to structuring the deal.

Get ready to make a good first impression

The sale of your business depends greatly upon the physical appearance of your operations. Will a buyer visiting your shop see order or chaos? Spruce things up. Put on a fresh coat of paint. Toss out clutter. Buyers want businesses that show well, and an orderly place of business is often seen as a sign of an orderly management team.

Organize your legal paperwork

Review your permits, licenses, leases, incorporation papers, licensing agreements, contracts, etc. Make sure all licenses and permits are up–to–date and have everything available for review.

Consider management succession

If you are vital to the business, who will a buyer turn to for help running the business after you leave? Are you willing to stay on in a consultant capacity? If not, you should have a succession plan in place before going to market.

Get your team in place

Start interviewing attorneys and accountants who are proficient in mergers and acquisitions. Strongly consider hiring either a business broker or an investment banker to represent you and help you through the selling process.

Stay profitable

Don't let your business performance decline because you are too focused on either retiring or selling the business. Buyers purchase businesses because those businesses make money.

Back to top

LIMITATIONS. The information contained in this article is for general guidance. Such information is provided on a blind-basis, without any knowledge as to your industry, identity, or specific circumstances. The application and impact of relevant laws will vary from jurisdiction to jurisdiction. There may also be delays, omissions, or inaccuracies in information contained in this site. The information on this site is provided with the understanding that Staples.com and its affiliated entities, and various authors and publishers providing such information are not engaged in, and that providing such information does not constitute the rendering of, legal, accounting, tax, career, or other professional advice or services. As such, information on this site should not be relied upon or used as a substitute for direct consultation with professional advisors. Please refer to our Legal Terms and Conditions for further information.